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Seoul, 08th October 2012

Indonesian Negotiation Styles
A tale of patience & perseverance

“	


The Muslim and Western wor...
“What makes you say that?”
http://www.youtube.com/watch?v=HBHMfk_bsx0&feature=channel&list=UL

Although there is no langua...
Interpersonal Focus
“Visit regularly. And thereby build up relationships. Really, those
two are key.”
(UK Trade & Investme...
Personal demeanour
•  Indirect Manner  Indonesians   are   non-confrontational. It is  
rare for them to overtly disagree...
Decision-making
•  Don’t make concessions quickly, but be
ready
•  Decision-making is done by senior decisionmaker (high P...
Thank you

Terima Kasih

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Indonesian negotiation styles

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Dealing with the question of how negotiation in Indonesia really works - an issue that International business players might have to (or want to) know.

Published in: Business, Technology, Education
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Transcript of "Indonesian negotiation styles"

  1. 1. Seoul, 08th October 2012 Indonesian Negotiation Styles A tale of patience & perseverance “ The Muslim and Western worlds – they seem to work quite well. But you do need the patience to understand the people, and understand them well. ” (UK Trade & Investment 2010: 12) By: Nabil Ishak [2012008359] Exchange student
  2. 2. “What makes you say that?” http://www.youtube.com/watch?v=HBHMfk_bsx0&feature=channel&list=UL Although there is no language difficulty  something has already gone wrong!!! “He didn’t particularly care how hard he had to push to get it?”  What was the feeling??? “Very annoying, under pressure, and strong feeling that his agenda was important and mine wasn’t.” Cultural competence in negotiations!!!
  3. 3. Interpersonal Focus “Visit regularly. And thereby build up relationships. Really, those two are key.” (UK Trade & Investment 2010: 11) •  Networking  investing in relationships, demonstrating loyalty and trustworthiness •  General relationship building  patience and perseverance (a long standing obligation between the sides are based upon respect and trust) •  This means that negotiations are slow and frustrating (for the Westerners) How should we behave???
  4. 4. Personal demeanour •  Indirect Manner  Indonesians   are   non-confrontational. It is   rare for them to overtly disagree, although this is beginning to change in some extent -> pay attention on their body languages Indonesians rarely say ‘no’, employing the word belum which means ‘not yet’  less blunt finality •  Indonesians appreciate tact, no shows of temper or frustration, demonstrate respect and humility •  They will do anything to ‘save face’  telling others what they want to hear rather than dealing with immediate issues •  Indonesian society is very status conscious  address the counterparts with their proper titles •  Placing a great emphasis on age and respect
  5. 5. Decision-making •  Don’t make concessions quickly, but be ready •  Decision-making is done by senior decisionmaker (high PDI) •  Indonesians will strive to gain complete agreement without hurting anyone’s feeling  to preserve group harmony and consensus (compromise) •  Indonesians believe that fate or bad luck makes certain things happen or not happen  message the original agreement into something that more realistic, given whatever new circumstances and constraints
  6. 6. Thank you Terima Kasih End
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